P&O and Cunard introduce new commission structure
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Carnival UK members P&O Cruises and Cunard have launched a new commission structure for travel agents.
The new remuneration package has been put together after months consulting the travel trade and the cruise lines’ strategies to encourage early bookings and expand their fly/cruise bookings to the Mediterranean.
A base rate of 7.5% commission has been agreed for all agents from 9 December 2013 for both brands, covering all departures from the same date.
Agents will also be paid commission on package flights when booking Caribbean and Med fly/cruises and will be provided tailored marketing support individually.
Sales and distribution support director Chris Truscott said:
“The new commission structure recognises the absolute value we place on agents, who are critical to our business, and is part of a much wider process of positive change for both brands,” said Chris Truscott, sales and distribution support director.
“This signals a real step change in our relationship with the trade. We have trialled a number of initiatives with our travel agent partners during this year to assess which marketing channels perform the best,” he added.
Its change in commission comes in addition to several trade initiatives put in place by both brands, including a ‘more accessible’ sales team; simplified pricing policy and more fam trips, which has seen more than 300 held.
In addition, Jeremy McKenna will join P&O and Cunard as the new head of sales on 2 January to lead trade efforts. McKenna joins the cruise lines from Royal Bank of Scotland where he held senior roles in its retail banking business.
“Jeremy McKenna will join the company on January 2 and will lead the business efforts working with our travel agent partners. Jeremy brings with him a wealth of sales and commercial experience leading teams in customer centred environments and can’t wait to get started in his new role,” said Truscott.
“Combined with our announcement of the construction of Britannia, the largest ship ever built specifically for the UK market, we are demonstrating our continued commitment to the UK cruise industry and to cementing long term relationships with our trade partners,” he added.
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